Resume

1. MICHAEL J. MALLOY
Hinsdale, IL 60521 630.418.9085
mjmalloy1856@gmail.com http://www.linkedin.com/in/michaeljmalloy1
SALES AND MARKETING / BUSINESS DEVELOPMENT PROFESSIONAL
Comprehensive experience in the management and implementation of tools, processes and procedures to identify
new business opportunities, retain customers, and generate revenue. Demonstrated success mentoring and
developing new marketing analysts, coordinating data and organizing systems, resulting in effective processes and
functions generating increased revenue. Effective negotiator with complex accounts and contracts improving bottom
line profitability.
 Revenue Generation & Optimization
 Customer Relationship Management
 Leadership & Teambuilding
 Six Sigma & Lean Productivity
 Management
 Project Management
 Data Coordination
 Marketplace Intelligence
 Mentoring & Training
 Subject Matter Expert
PROFESSIONAL EXPERIENCE
PRAXAIR, INC., Burr Ridge, IL 2000-2015
Fortune 250 company, largest industrial gases company in North and South America producing, selling and distributing
atmospheric, process and specialty gases.
Lead Generation Manager (2008-2015)
Managed team of marketing analysts and implemented tools, processes, and programs to promote Praxair’s
application technologies. Accountable for the hiring, training, and promotion of direct reports to assume larger
commercial roles within Praxair’s United States business unit and territory sales of $5M-$8M.
 Delivered annual new business revenue of $5M-$10M representing 15%-18% of new business gained within
business unit, by creating demand identifying new business opportunities.
 Identified $15M-$20M of industrial gas opportunities annually, through managed marketing campaigns, programs
and value propositions. Performed market intelligence and reported results to executive management, and
communicated findings to national sales and business development groups used for prospect engagement and
sales growth.
 Implemented a CRM program, driving and tracking new business opportunities. Increased 100% of team’s ability
to identify trends, profile/segment prospects, and analyze data to better target prospective customers.
 Developed direct hires through trainings, knowledge and example. Provided applications trainings, developed
work flow processes, and accountability expectations. Served as mentor in navigating corporate hierarchy and
culture, facilitating promotions to other divisions within company.
 Served as subject matter expert specific for lead generation activities, sharing best practices by formal
presentations to global Praxair business units.
 Reduced vendor costs 10% on annual basis, by soliciting bids, and negotiating vendor agreements.
 Initiated and led Six Sigma/Lean productivity initiatives within Lead Generation Group improving processes for
targeting industrial gas prospects, resulting in 8%-10% annual increase in the identification and engagement of
prospective customers.
Business Development Manager, Food Technologies Group (2006-2008)
Developed strategic marketing initiatives for freezing/chilling applications equipment in Food industry. Managed and
executed campaigns and programs designed to increase market penetration within United States and drive revenues
of $1M annually.
 Developed and implemented direct marketing campaign for equipment technology within Food Applications
Group. Increased market penetration 10% through product demonstrations, technical demonstrations, and trade
shows.

2. Michael J. Malloy mjmalloy1856@gmail.com Page 2
 Partnered with R&D incorporating customer feedback into 2nd generation product design, resulting in equipment
productivity improvements and operational cost reduction by 10%.
 Penetrated new markets. Increased sales 10% by identifying non-protein prospects. Educated end users on
productivity and operational benefits of cryogenic process.
Core Account Manager (2000-2006)
Managed resources to service, retain and develop territory accounts by promoting the value of Praxair's applications
technologies within the Chemical, Food & Beverage, Manufacturing and Metals industries. Developed new revenue
to accountbase exceeding $1.5M by organizing resourcesto service and develop customers with revenuesexceeding
$8M, promoting Praxair’s products and services.
 Negotiated multi-year, product supply agreements with customers. Prioritized accounts and initiated contract
renewal strategy, improving terms, conditions, and pricing within territory guidelines. Finalized agreements
exceeded $6M in revenue.
 Facilitated resolution of safetyissues. Reduced gaps in operationaldiscipline by proactively communicating safety
issues and corrective actions.
CORPORATE SYSTEMS, Lisle, IL 1995-1999
Information systems company providing claims administration database for the property/casualty insurance industry .
 Account Manager (1996-1999)
Coordinated resources to service and develop territory accounts.
 Rules & Regulations Analyst (1995-1996)
Investigation and implementation of state’s workers’ compensation medical benefits into Corporate Systems re-
pricing database.
EDUCATION
Master of Science (MS), Industrial Relations & Human Resources
Bachelor of Arts (BA), Political Science
LOYOLA UNIVERSITY CHICAGO
PROFESSIONAL DEVELOPMENT
Executive Education: Loyola University Chicago, Business Certificate, 2011
Miller Heiman: Certificate of Sales Excellence in Large Account Management Process, 2004
Praxair: Professional Selling Skills, Negotiation, 2001
PROFESSIONAL AFFILIATIONS
City Club of Chicago, member
Loyola University Chicago National Alumni Advisory Board, member